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Negotiation genius: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond

Author: Malhotra, Deepak ; Bazerman, Max H.Publisher: Bantam Books, 2007.Language: EnglishDescription: 343 p. ; 21 cm.ISBN: 9780553804881 ; 9780553384116Type of document: Book Online Access: Click here Note: Doriot: for 2019-2020 coursesBibliography/Index: Includes bibliographical references and index and glossary
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Book Asia Campus
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Print HD6952 .M35 2007
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900185783
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Book Digital Library
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Book Europe Campus
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001266757
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Book Middle East Campus
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Doriot: for 2019-2020 courses

Includes bibliographical references and index and glossary

Digitized

Negotiation Genius Negotiation Genius Introduction: Becoming a Negotiation Genius PART I: THE NEGOTIATOR'S TOOLKIT Chapter 1: Claiming Value in Negotiation Chapter 2: Creating Value in Negotiation Chapter 3: Investigative Negotiation PART II: Chapter 4: Chapter 5: Chapter 6: THE PSYCHOLOGY OF NEGOTIATION When Rationality Fails: Biases of the Mind When Rationality Fails: Biases of the Heart Negotiating Rationally in an Irrational World PART Ill: NEGOTIATING IN THE REAL WORLD Chapter 7:Strategies of Influence Chapter 8: Blind Spots in Negotiation Chapter 9: Confronting Lies and Deception Chapter 10: Recognizing and Resolving Ethical Dilemmas Chapter 11: Negotiating from a Position of Weakness Chapter 12: When Negotiations Get U l :Dealing with gy Irrationality, Distrust, Anger, Threats, and Ego Chapter 13: When Not to Negotiate Chapter 14: The Path to Genius Glossary Notes Acknowledgments Index About the Authors

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